Thought Leader CRM Database Management

$2,495.00

Thought Leader Development Series (Module 4)

This installment is exclusive to those who subscribe to the full Thought Leader Development Series. When purchasing this product you will get access to all 4 modules in this series.

This module discusses how the most forward-thinking thought leader management teams use customer relationship management (CRM) databases to keep track of each interaction between company field forces and HCP thought leaders in company-sponsored activities.  It explores the benefits and drawbacks of various thought leader CRM platforms in use by management teams as they record KOL engagements.  Finally, it looks closely at the level of access that company teams and their staff have to thought leader CRM databases.

Download a benchmarking report summarySpeak to a pharmaceutical benchmarking expert

Thought Leader CRM Report Details

Thought Leader CRM Database Management is the fourth and final module of the Thought Leader Development Series  Thought Leader Development Series.

This module discusses how the most forward-thinking thought leader management teams use customer relationship management (CRM) databases to keep track of each interaction between company field forces and HCP thought leaders in company-sponsored activities.  It explores the benefits and drawbacks of various thought leader CRM platforms in use by management teams as they record KOL engagements.  Finally, it looks closely at the level of access that company teams and their staff have to thought leader CRM databases.

To learn more about the other modules in the Thought Leader Development Series and the benefits of subscribing to the entire series, click here.

Top Reasons to Buy Thought Leader CRM Database Management (Module 4) 

Examine changes in the type of CRM database that teams use to track thought leader interactions.  This research reveals the type of thought leader CRM databases teams use by region and company size.  The four categories of databases explored include Cloud-based versus non-Cloud based and proprietary versus off-the-shelf.  Additionally, the module discusses whether these thought leader CRMs are maintained in-house or through outsourced vendors, and how often teams upgrade their CRM.  It also shows database development and maintenance costs.  Use the information presented to see how your team’s thought leader CRM strategy compares to other teams’ strategies. Teams can use the best practices and benchmarks presented to align their strategy more with competitors in the industry. 

Explore trends in the level of access granted to various departments between 2013 and 2017The research explores access granted to thought leader CRM databases by administrative access, input access, viewing access and no access.  It analyzes the change, or lack of change, in each of these areas over the past few years to help teams decide the level of CRM access your employees should have to help keep track of KOL interactions.

Thought Leader CRM Database Management 

Proprietary vs. Off-the-Shelf vs. Basic Spreadsheet 

Figure 4.1.2 takes a closer look at the type of database teams use in 2017. In that year, more than half (54%) of surveyed teams use a Cloud-based proprietary CRM database. Non-Cloud-based proprietary systems are the second most popular choice, with 18% of surveyed teams. Overall, a relatively small percentage of teams use off-the-shelf databases. 

Figure 4.1.2: CRM Platform Type That Teams Are Using, 2017 

Prevalence of Cloud-Based Proprietary CRMs 

More teams use proprietary and / or Cloud-based databases to track their thought leader interactions. Indeed, greater than half of all surveyed teams use a proprietary, Cloud-based CRM in 2017. Such a large percentage may stem from teams’ desire to access as much information as possible from anywhere. By having a proprietary system, users can also track the exact information that they require — a feature not available in off-the-shelf products.  

In that vein, an executive from consulting Company C offers his idea of how an effective physician interaction database should function. He explained that, “I want to be able to have a one-stop shop.” He also says that he wants a portal where he can track anything regarding interactions with any one thought leader. Many teams share that thought and employ customized Internet databases to accomplish it.  

Examples of companies that have participated in this study: